Director, Partners & Alliances
Leads Snowflake's partner ecosystem across Greater China, overseeing alliances with systems integrators, cloud providers, ISVs, and marketplace partners. The role requires senior leadership experience in channel sales, executive partner relationships, team building, forecasting, and cloud go-to-market execution.
About the job
Responsibilities
- Lead the partner organization end to end across all routes to market.
- Achieve referral, resale, and managed-services business targets through goal setting, pipeline management, and field execution.
- Lead, hire, and grow partner teams across Greater China.
- Drive alignment between partner managers and the field organization, strengthening co-sell programs and joint customer outcomes.
- Align regional partner resources with corporate strategy and localized execution.
- Define team-management constructs, including role definitions, KPIs, hiring and capacity planning, joint business planning, QBR cadence, and compensation planning.
- Recruit partners into the Snowflake Partner Network to build scale, address capacity gaps, and increase consumption of Snowflake's Cloud Data Platform.
Requirements
- Experience building and leading a high-growth partner or channel organization across Greater China.
- Established executive network within the regional partner ecosystem.
- Experience building teams that drive measurable growth in complex and evolving business environments.
- Intimate knowledge of partner business models and channel sales in a cloud-computing environment.
- Proven ability to achieve sales objectives and accurately forecast partner business.
- Data-driven decision-making skills, including building financial justification for channel go-to-market investments.
- Growth mindset in an organization developing its partner ecosystem internationally.
- Strong collaboration skills with field sales, professional services, and partner corporate and strategy leaders.
- 10+ years of leadership experience, ideally in partnerships or sales.
- Fluency in English.
Skills
Channel Sales, Cloud Computing, Pipeline Management, Sales Forecasting, Go-to-Market Strategy, Financial Modeling, Team Leadership, Hiring, Capacity Planning, Joint Business Planning, Quarterly Business Reviews, Co-Selling, Managed Services, Marketplace, Systems Integrators
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